National Medical Schools Director

Overview

This senior-level sales professional identifies, develops, and secures new business opportunities by building relationships with university executives, medical school leadership, facilities teams, procurement professionals, and other campus stakeholders. This national sales position postures ABM as a strategic partner capable of supporting the specialized operational needs of medical school campuses.

The National BDM assesses the strengths, risks, and service gaps within a prospect’s current facilities model and develops customized solutions that improve operational efficiency, campus experience, regulatory readiness, and long-term asset performance. This position works closely with ABM operations and executive leadership to ensure sales commitments are operationally achievable, transitions are seamless, and client relationships deliver sustainable value.

Benefit Information:

Benefit Information: ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit ABM Employee Benefits | Staff & Management

Pay:  $130,000 – $150,000

The pay listed is the salary range for this position. Any specific offer will vary based on the successful applicant’s education, experience, skills, abilities, geographic location, and alignment with market data.​

Responsibilities

Strategic Growth and Territory Leadership

• Develop and execute short- and long-term sales strategies focused solely on medical schools.
• Build a targeted pipeline of qualified opportunities through account planning, market research, relationship development, referrals, networking, and industry engagement.
• Maintain a strong understanding of territory trends, competitor activity, capital plans, outsourcing strategies, procurement requirements, and the evolving operational needs of medical schools.
• Develop multilevel relationships across targeted institutions, including university leadership, medical school administration, facilities, finance, procurement, environmental health and safety, and campus planning.
• Position ABM as a thought leader in medical school facilities by participating in industry associations, conferences, networking forums, and university events.

Business Development and Sales Execution

• Manage the full sales cycle, including prospecting, relationship development, discovery meetings, facility assessments, bid walks, solution development, proposal preparation, presentations, negotiations, and contract award.
• Conduct detailed discovery to understand each institution’s mission, operational challenges, service expectations, financial objectives, and regulatory requirements.
• Lead complex RFP and proposal responses, developing compelling, data-driven solutions tailored to medical school environments.
• Develop and present bundled or integrated facility solutions that improve service quality, operational efficiency, sustainability, and the student, faculty, staff, and visitor experience.
• Build strong business cases that clearly communicate ABM’s value proposition, financial impact, implementation approach, performance standards, and measurable outcomes.
• Present confidently to university executives, medical school deans, chief financial and operating officers, facilities leaders, procurement teams, and other senior decision-makers.
• Lead contract negotiations and coordinate transition planning to ensure alignment among client expectations, sales commitments, pricing, staffing models, and operational execution.

Collaboration and Internal Partnership

• Partner closely with ABM operations, finance, solutions, legal, safety, and executive leadership to develop competitive and operationally sound solutions.
• Coordinate cross-functional resources and leverage ABM’s lines of business to deliver comprehensive, integrated facility service offerings.
• Work with operations leadership to develop staffing plans, productivity models, service standards, technology solutions, transition plans, and financial strategies that support profitable growth.
• Ensure proposed solutions address the specialized operational, safety, and compliance requirements of medical school environments.
• Support a seamless handoff from sales to operations and remain engaged throughout implementation to ensure commitments are fulfilled and client expectations are met.
• Share market intelligence and client feedback with internal teams to strengthen ABM’s medical school sales strategy and service capabilities.

Market Engagement and Territory Management

• Build and maintain a diverse professional network across medical schools, universities, architectural and engineering firms, consultants, and industry associations.
• Monitor institutional strategic plans, capital projects, leadership changes, procurement activity, contract expirations, and other indicators of potential sales opportunities.
• Support targeted digital, direct-marketing, and thought-leadership campaigns using ABM-approved materials and messaging.
• Maintain accurate prospecting activity, account information, opportunity stages, pipeline data, and sales forecasts in Salesforce.
• Track procurement schedules, proposal deadlines, competitive intelligence, and contract renewal dates to maintain consistent market visibility and sales discipline.
• Meet or exceed established annual sales, pipeline, activity, and profitability goals.

Qualifications

Qualifications

Required Education

• Bachelor’s degree or an equivalent combination of education and relevant professional experience.

Required Experience

• At least five years of progressive business development or service-sales experience, including demonstrated success generating leads, developing executive relationships, and closing complex opportunities.
• Experience selling facility services, outsourced solutions, or other labor-driven services within higher education, healthcare, commercial real estate, engineering, janitorial, or related environments.
• Proven ability to develop, price, present, negotiate, and close detailed service proposals.
• Experience managing long, complex sales cycles involving multiple stakeholders, formal procurement processes, and competitive RFPs.
• Understanding of the specialized operational requirements associated with medical school environments, including infection prevention, life safety, regulatory compliance, and sensitive spaces.
• Demonstrated ability to translate operational challenges into financially responsible, measurable facility solutions.

Other Requirements

• Strong hunter mentality with a consistent record of meeting or exceeding sales goals.
• Demonstrated success selling intangible, outsourced, or integrated service solutions.
• Ability to communicate ABM’s value proposition effectively to executive, operational, financial, academic, and technical audiences.
• Executive-level presentation, negotiation, and relationship-building skills.
• Strong financial and analytical capabilities, including experience developing labor models, pricing strategies, and business cases.
• Highly organized and capable of managing multiple accounts, opportunities, and sales cycles simultaneously.
• Advanced proficiency with Microsoft Office and CRM platforms such as Salesforce.
• Collaborative, accountable, and comfortable working across multiple internal teams and levels of leadership.
• Self-directed, disciplined, resilient, and results-oriented.
• Ability to travel throughout the assigned territory as required.

Preferred Experience and Certifications

• Prior experience selling to medical schools or universities.
• Established relationships within the higher education, medical education, or facilities-management community.
• Familiarity with university procurement processes, public solicitations, cooperative purchasing agreements, and institutional budgeting cycles.
• Knowledge of accreditation, compliance, safety, and operational standards applicable to medical school environments.
• Participation in organizations such as APPA, IFMA, SCUP, NACUBO, AAMC, AHE, or ASHE.
• Relevant credentials such as CEFP, CFM, FMP, CHFM, CEM, CMIP, or LEED accreditation.